Equipment Margin Strategy Leader

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🔥 1 hour ago

⛰️ Colorado, Texas – Remote

⛰️ Colorado – Remote 🤠 Texas – Remote

💵 $112k - $168k / year

⏰ Full Time

🟠 Senior

🧐 Strategy

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Johnson Controls

WebsiteLinkedInAll Job Openings

10,000+ employees

Founded 1885

🏗️ Construction

🏥 Healthcare

📦 Logistics

Construction • Healthcare • Logistics

Johnson Controls is a global leader in creating smart building technologies, software, and services. With over 100,000 employees across 150 countries, the company offers the world's largest portfolio in HVAC equipment, building automation, and control systems. Their innovative solutions include industrial refrigeration, fire detection, and security systems, enhancing efficiency and sustainability. Johnson Controls is committed to helping customers achieve their sustainability goals with technologies like OpenBlue, which provides real-time data visibility and management systems for optimizing building performance. Their services span from digital solutions for energy management to advanced security and fire safety systems.

📋 Description

• Serve as the one-source for the assigned territory, communicating with the HVAC Construction sales team on qualified opportunities involving chillers and air handling units • Provide mentorship, coaching, and price levels to increase win rates at the highest possible market levels • Engage subject matter authorities at the inception of opportunities to improve product positioning, optimization, and project strategy • Balance project-specific criteria with product-specific historical win/loss data to calculate the highest possible winning price • Collaborate with Global Products and Area leadership to provide final price authorization • Coach the sales team on strategies to win at the highest possible margin • Build trust with supported sales teams through transparency, integrity, and data-driven advice • Co-own the successful win of opportunities where advice was provided • Support sales of applied equipment through North American EqNA branches via direct salespeople and agents • Lead internal and external resources supporting HVAC equipment bid and proposal processes • Collect commercial and financial information for project bids and proposals • Analyze project components to balance financial results and customer satisfaction • Quarterback bid and budget reviews for projects within the HVAC Deal Desk scope • Schedule project reviews with salespersons and agents for qualified upcoming pipeline projects • Develop and improve sales strategies to qualify situational impacts and strengthen market position • Apply competitive market intelligence and factory loading/lead-time indicators to formulate winning strategies • Use historical win/loss data, market share data, competitor dynamics, and local market dynamics to optimize price levels • Facilitate advisory discussions between salespersons/agents, Product Regional Sales Managers, and subject matter experts regarding technical strategy and cost impacts • Investigate influences affecting win capability and adjust strategy and value proposition • Use dashboards to monitor and follow up on opportunities as key indicators change during the sales cycle • Collaborate weekly with Regional Product RSMs/SMEs and Product Leaders on market, product, competitor, and situational information and best practices • Participate with field teams in project strategy reviews • Facilitate final price authorization based on Delegation of Authority thresholds • Support the pre-bid review process with Local/Area leadership, salespersons, and HQ Sales and Operations approvers

🎯 Requirements

• Bachelor’s degree in engineering, Marketing, a related field, or equivalent experience with at least 5 years of experience • Demonstrated ability in HVAC industry sales or sales management • Knowledge of applied equipment such as chillers and air handling units • Ability to work cross-functionally with sales representatives, Local and Area Leaders, EqNA Leadership, and Global Products • Ability to collaborate with and influence others • Ability to work remotely

🏖️ Benefits

• Competitive base salary and a comprehensive bonus program • Three weeks paid vacation in a calendar year • Holidays • Sick time • Three PTO days in a calendar year • Comprehensive benefits package including 401K, medical, dental, and vision care, available day one • Extensive product and on-the-job/cross-training opportunities • Encouraging and collaborative team environment • Dedication to safety through the Zero Harm policy • Scheduling and management support • JCI Employee discount programs (The Loop by Perk Spot)

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